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Your target:
Acquisition
of new clients for your explanation-intensive and complex solutions, services
and products – with defined target group companies forming the basis for this;
continual development of a sales pipeline; plannable sales volumes; further
development (sales stage development) of sales opportunities; shortening of the
sales cycle.
Our
solution:
- Development
of long-term relationships to new clients
- Breakdown
of decision-making structures
- Determining
and addressing all persons involved in the decision-making process at a target
client
- Development
of potential across the entire sales cycle
- Establishing
the existing “actual” situations at a company (business processes, IT profile,
PAIN/GAIN scenarios)
- Generating
theme-relevant demand on the basis of the “actual” situation established
- Clarification
of benefits and value added as well as differentiation to competitors
- Development
of potential, bidirectional “coupling”
- Generation
of sales opportunities that satisfy the BANT criteria (budget, authority, need,
time)
- Account manager
– establishment of valid pipeline values
- “Extended
workbench” of the account manager in the sales stage development with the
target: “WIN”
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